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- 2015
- Other Teaching and Training Material
Competitive Strategies Marketing Reading
By: Jill Avery and Sunil Gupta
Core Curriculum Readings in Marketing cover the fundamental concepts, theories, and frameworks that business students must study.
This Reading illuminates the dynamics of companies in competition and offers a process for planning and executing marketing... View Details
This Reading illuminates the dynamics of companies in competition and offers a process for planning and executing marketing... View Details
Keywords: Competitive Strategy
- March 2015 (Revised September 2016)
- Technical Note
Baidu, Alibaba, and Tencent: The Three Kingdoms of the Chinese Internet
By: Feng Zhu and Aaron Smith
This note provides an overview of the Chinese Internet by describing its leading three companies: Baidu, Alibaba, and Tencent (BAT). While BAT had previously focused their respective businesses on distinct sectors of the online economy—Baidu for search, Alibaba for... View Details
- 2015
- Working Paper
The Cooperative Solution of Stochastic Games
By: Elon Kohlberg and Abraham Neyman
Building on the work of Nash, Harsanyi, and Shapley, we define a cooperative solution for strategic games that takes account of both the competitive and the cooperative aspects of such games. We prove existence in the general (NTU) case and uniqueness in the TU... View Details
- February 2015
- Case
TouchTunes and the Connected Digital Jukebox Platform
By: Alan MacCormack and Noah Fisher
The case describes innovation and new product development at TouchTunes, the leader in the Digital Jukebox market. In March 2013, after releasing its innovative "Virtuo" jukebox developed in collaboration with frog design, TouchTunes was at a crossroads. Having... View Details
- February 2015
- Article
Location Choices under Strategic Interactions
By: Juan Alcacer, Cristian Dezso and Minyuan Zhao
The literature on location choices has mostly emphasized the impact of location and firm characteristics. However, most industries with a significant presence of multi-location firms are oligopolistic in nature, which suggests that strategic interaction among firms... View Details
- 2015
- Chapter
Negotiations: Statistical Aspects
'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details
- 2014
- Working Paper
Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'
By: Laurence A. Green and James K. Sebenius
Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers... View Details
- Article
Leadership Tips for Today to Stay in the Game Tomorrow: The Ambidextrous Leader
By: Michael Tushman
This article summarizes research by the author into why some organizations fail in the face of "punctuated change," while others are reborn, adapt and survive. The key, he finds, involves embracing paradox. Continuing to exploit current business success is a must, but... View Details
- Article
Positioning Brands Against Large Competitors to Increase Sales
By: Neeru Paharia, Jill Avery and Anat Keinan
We explore the effect of having a large dominant competitor and show the conditions under which focusing on a competitive threat, rather than hiding it, can actually help a brand. We demonstrate through lab and field studies that highlighting a large competitor's size... View Details
- October 2014 (Revised September 2017)
- Case
The National Football League and Brain Injuries
By: Richard G. Hamermesh and Matthew G. Preble
The National Football League (NFL) was both the most popular spectator sport in the U.S. and a major economic entity, taking in roughly $10 billion a year in revenue. However through the early twenty-first century, an increased understanding of the long-term effects of... View Details
Keywords: Employee Safety; Safety; Employees; Sports; Health; Ethics; Sports Industry; United States
- Article
Heuristics Guide the Implementation of Social Preferences in One-Shot Prisoner's Dilemma Experiments
By: Jillian J. Jordan, Valerio Capraro and David G. Rand
Cooperation in one-shot anonymous interactions is a widely documented aspect of human behavior. Here we shed light on the motivations behind this behavior by experimentally exploring cooperation in a one-shot continuous-strategy Prisoner’s Dilemma (i.e. one-shot... View Details
- October 2014 (Revised August 2018)
- Case
Caesars Entertainment
By: Janice H. Hammond and Aldo Sesia
This case describes the introduction of a regression analysis model for forecasting guest arrivals to Caesars Palace hotel in Las Vegas, Nevada. The company will use the forecast to staff the front desk in the hotel. The staff is unionized and the company has little... View Details
Keywords: Forecasting; Staffing; Gaming; Gaming Industry; Hotel Industry; Decision Making; Forecasting and Prediction; Human Resources; Selection and Staffing; Entertainment; Games, Gaming, and Gambling; Operations; Service Delivery; Service Operations; Accommodations Industry; Travel Industry; Tourism Industry; Food and Beverage Industry; Las Vegas
- 2014
- Working Paper
The NTU-Value of Stochastic Games
By: Elon Kohlberg and Abraham Neyman
Since the seminal paper of Shapley, the theory of stochastic games has been developed in many different directions. However, there has been practically no work on the interplay between stochastic games and cooperative game theory. Our purpose here is to make a first... View Details
- August 2014
- Case
Opening the Valve: From Software to Hardware (A)
By: Ethan Bernstein, Francesca Gino and Bradley Staats
Valve, one of the world's top video game software companies, has also become an iconic example of an organization with virtually no hierarchy. A 400-person organization, Valve's unique organizational form (described in detail in the case and accompanying employee... View Details
Keywords: Valve; Self-Managed Organizations; Organization Design; Strategy; Flat Organization; Video Games; Organization Alignment; Family Business; Steam; Steam Machine; Design; Games, Gaming, and Gambling; Human Resources; Collaborative Innovation and Invention; Technological Innovation; Leadership Style; Management Practices and Processes; Organizational Design; Organizational Structure; Organizational Culture; Organizational Change and Adaptation; Groups and Teams; Alignment; Software; Hardware; Video Game Industry; Seattle
- August 2014 (Revised August 2015)
- Supplement
Opening the Valve: From Software to Hardware (B)
By: Ethan Bernstein, Francesca Gino and Bradley Staats
Valve, one of the world's top video game software companies, has also become an iconic example of an organization with virtually no hierarchy. A 400-person organization, Valve's unique organizational form (described in detail in the case and accompanying employee... View Details
Keywords: Valve; Self-Managed Organizations; Organization Design; Strategy; Flat Organization; Video Games; Organization Alignment; Family Business; Steam; Steam Machine; Design; Games, Gaming, and Gambling; Human Resources; Collaborative Innovation and Invention; Technological Innovation; Leadership Style; Management Practices and Processes; Organizational Design; Organizational Structure; Organizational Culture; Organizational Change and Adaptation; Groups and Teams; Alignment; Software; Hardware; Video Game Industry; Seattle
- 2014
- Working Paper
The State of Small Business Lending: Credit Access During the Recovery and How Technology May Change the Game
By: Karen G. Mills and Brayden McCarthy
Small businesses are core to America's economic competitiveness. Not only do they employ half of the nation's private sector workforce—about 120 million people—but since 1995 they have created approximately two-thirds of the net new jobs in our country. Yet in recent... View Details
- September 2014
- Article
Structural Models of Complementary Choices
By: Steven T. Berry, Ahmed Khwaja, Vineet Kumar, Andres Musalem, Kenneth C. Wilbur, Greg Allenby, Bharat Anand, Pradeep K. Chintagunta, W. Michael Hanemann, Przemyslaw Jeziorski and Angelo Mele
Complementary choices are important and pervasive yet occasionally elusive. Single consumers make complementary choices in purchase decisions (e.g., chips and salsa), product inter-operabilities (smartphones and networks), and dynamic decisions (current exercise and... View Details
- Article
Analyzing Scrip Systems
By: Kris Johnson, David Simchi-Levi and Peng Sun
Scrip systems provide a nonmonetary trade economy for exchange of resources. We model a scrip system as a stochastic game and study system design issues on selection rules to match potential trade partners over time. We show the optimality of one particular rule in... View Details
- May 2014
- Article
I'm Sorry About the Rain! Superfluous Apologies Demonstrate Empathic Concern and Increase Trust
By: A.W. Brooks, H. Dai and M.E. Schweitzer
Existing apology research has conceptualized apologies as a device to rebuild relationships following a transgression. As a result, apology research has failed to investigate the use of apologies for outcomes for which individuals are obviously not culpable (e.g.,... View Details
- March 2014
- Teaching Note
E-Cigarettes: Marketing Versus Public Health
By: John A. Quelch
Electronic cigarettes (e-cigarettes) were heralded by some as a healthcare game changer, enabling smokers to switch to a new product which carried lower risk of cancer. However, there were concerns about the public health risk of e-cigarettes, particularly the chance... View Details